Senior Enterprise Account Executive, DACH

Sonatype Inc; Remote; EUR 80.000 - 120.000; Vollzeit

Zusammenfassung

A software supply chain security company is hiring a Senior Enterprise Account Executive in Germany to manage strategic accounts and close high-value software deals. The role requires a proven track record in enterprise software sales, understanding of Application Security, and fluency in German. The candidate will target large enterprises across various sectors, employing strategic account management techniques to win back business and forge strong relationships with C-level stakeholders. This position offers a unique opportunity to drive substantial revenue in a dynamic and innovative environment.

Leistungen

Parental leave

Diversity and inclusion working groups

Paid volunteer time off

Qualifikationen

• Proven experience in enterprise software sales, especially in Application Security or DevSecOps.
• Fluency in German is mandatory for communication.
• Demonstrated ability in strategic account management and business development.

Aufgaben

• Target high-value enterprise accounts in DACH, Benelux, and Nordics regions.
• Manage complex sales cycles and close large deals.
• Build multi-threaded relationships with key stakeholders.

Kenntnisse

Proven track record of closing 7-figure software deals

Understanding of CISO and Engineering leadership

Ability to communicate in German and English

Tenacity in displacing competitors

Ability to manage complex sales cycles

Jobbeschreibung

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise-grade SBOM management, and the leading open-source dependency management platform.

This empowers enterprises to create and maintain secure, high-quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central — the world’s largest repository of Java open-source software — our expertise is unmatched, and our commitment to helping organisations build faster, safer software is unwavering.

More than 2,000 organisations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimise their software supply chains.

We are hiring a Senior Enterprise Account Executive to own the largest, most complex, and most strategically important accounts across DACH, Benelux, and the Nordics. This is not a volume-driven role; this is a strategic sniper position focused on no more than 20–25 high-value enterprise targets.

Territory & Target Account Focus

• DACH (approx. 20 accounts)
• Benelux + Nordics (approx. 5 accounts)

These accounts represent some of Europe’s largest and most software-dependent organisations across automotive, industrial automation, pharmaceuticals, financial services, energy, and high-tech manufacturing.

Many of these accounts are greenfield. Others are former customers we intend to win back. You are expected to develop account‑specific strategies, build multi‑threaded relationships, and deliver large‑scale new business revenue.

What You'll Do:

• Be Bold & Lead: You will target organizations that have previously said "no" or chosen a competitor. You will challenge their status quo and show them why Sonatype’s proactive protection is the only viable path forward.
• Orchestrate 7-Figure Wins: You will manage complex, multi‑stakeholder sales cycles from cold outreach to signature, navigating the C‑Suite of Europe’s largest enterprises.
• Win Back Market Share: You will identify gaps in competitor delivery within key accounts and position Sonatype’s platform to displace incumbents.
• Own Your Business: You act as the CEO of your territory ("Lone Wolf" autonomy with "Pack" support). You set the strategy, you build the relationships, and you are accountable for the results.
• Collaborate: You will work lock‑step with a dedicated Solutions Engineer (SE) to deliver the technical win, while you own the commercial strategy entirely.

What You Bring:

• Elite Deal Experience: Proven track record of closing 7-figure software deals in the Enterprise Software, DevSecOps, or AppSec space.
• Mandatory Industry DNA: You must come from our industry. We require a proven background in selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security technology. You need to understand the nuance of selling to CISO and Engineering leadership—general SaaS experience is not enough for this role.
• Linguistic Precision: Native/Fluent German is mandatory. You must be able to communicate complex value propositions to C‑level stakeholders in German and English. (Dutch or Nordic languages are a strong plus).
• Turnaround Tenacity: Experience displacing competitors or winning back "lost" customers. You don't need marketing air cover to book a meeting.
• Strategic Patience: The ability to map complex organisations and manage 6‑12 month sales cycles while delivering short‑term wins ("accelerating at speed") in the first 90 days.

Customers at Our Core:

We obsess over creating customer value, not just satisfaction. Whether you're building solutions, driving engagement, or refining process, you’ll use data, feedback, and empathy to help our customers achieve lasting success.

Be Bold & Lead:

We challenge the status quo, take smart risks, and set the pace for our industry. You’ll be empowered to act like an owner, speak up with conviction, and lead through innovation shaping the future of secure software development.

Inclusive Collaboration:

We work better together. We bring authenticity and respect to every interaction, value diverse perspectives, and create psychological safety so every voice can be heard. Collaboration here means building trust, sharing credit, and celebrating collective wins.

Relentless Innovation:

We stay curious, experiment often, and learn continuously. From exploring emerging technologies to rethinking old systems, we encourage curiosity and celebrate both success and the lessons that come from failure.

Trust & Accountability:

Trust is our foundation. We communicate transparently, deliver on commitments, and take ownership for outcomes. Integrity guides how we show up for our customers, our colleagues, and our community.

If you’re someone who thrives on bold thinking, relentless innovation, and delivering value to customers, you’ll fit right in.

Things That We Are Proud Of

• 2024 BuiltIn Best Places to Work
• European Enterprise Awards 2023: Best Enterprise SaaS Provider
• Constellation AST Shortlist 2024 for Application Security Testing
• Data Breakthrough Awards 2024: Open Source Data Solution of the Year
• Fast Company Best Workplaces for Innovators 2024
• The Herd Top 100 Private Software Companies 2024
• 2023 Forrester Wave Leader in Software Composition Analysis
• 2023 Gartner Magic Quadrant Recognition

Company Wellness Week

We shut down company operations for a week to allow everyone to rest, recharge, and invest in personal growth.

Diversity & Inclusion Working Groups

Parental Leave Policy

Paid Volunteer Time Off (VTO)

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves.

We are an equal‑opportunity employer and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.